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Johnson & Johnson Indiana University Kelley School of Business February 1, 2001
Johnson & Johnson
Johnson & JohnsonIndiana University
Kelley School of Business February 1, 2001
Indiana University Kelley School of Business
February 1, 2001
Think you know J&J...Think you know J&J...
…you may not.…you may not.
We are the world’s most broadly based and comprehensive manufacturer of human health care products:
We are the world’s most broadly based and comprehensive manufacturer of human health care products:• Our 1999 Sales totaled $27.4
billion.• Our 1999 Sales totaled $27.4
billion.• Our products are sold in 175
countries.• Our products are sold in 175
countries.
• We have operating units in 51 of those countries.
• We have operating units in 51 of those countries.
Our business is focused in three distinct segments:Our business is focused in three distinct segments:
• Consumer
• Pharmaceutical
• Professional
• Consumer
• Pharmaceutical
• Professional
Consumer
Consumer
Consumer Companies
Consumer Companies McNeil Consumer Healthcare McNeil Specialty Products Company J&J Consumer Products Company J&J Personal Products Company Neutrogena J&J Sales & Logistics Company Vistakon
Pharmaceutical
Pharmaceutical
Pharmaceutical Global Strategic
Marketing
R.W. Johnson Pharmaceutical
Research Institute
Ortho Biotech Inc.
ProfessionalProfessional
Business PerformanceBusiness Performance
1989
$9.8 Billion in Total Sales
1989
$9.8 Billion in Total Sales
1999
$27.4 Billion in Total Sales
1999
$27.4 Billion in Total Sales
Organizational StructureOrganizational Structure
• More than 98,000 employees work for Johnson & Johnson...
• They work among 34 affiliate companies and…
• Among the affiliate companies there are 190 autonomous operating units around the world.
• More than 98,000 employees work for Johnson & Johnson...
• They work among 34 affiliate companies and…
• Among the affiliate companies there are 190 autonomous operating units around the world.
Decentralization at J&JDecentralization at J&J
• Each company focuses on a specific area of
health care.
• Each company has it’s own management board
and is self directed.
• The decentralized and global structure drives us
to value diversity throughout our organization.
• Each company focuses on a specific area of
health care.
• Each company has it’s own management board
and is self directed.
• The decentralized and global structure drives us
to value diversity throughout our organization.
Our Shared ValuesOur Shared Values
The cornerstone of J&J’s success is our Credo
Speaks to our commitment to our four stakeholders:
• Our customers
• Our employees
• Our communities
• Our stockholders
The cornerstone of J&J’s success is our Credo
Speaks to our commitment to our four stakeholders:
• Our customers
• Our employees
• Our communities
• Our stockholders
The Best of Both Worlds...The Best of Both Worlds...
small company environmentssmall company environments
BIG COMPANY IMPACTBIG COMPANY IMPACT
The Best of Both Worlds...The Best of Both Worlds...
small company environmentssmall company environments Decentralized Structure
Autonomy
Fewer layers of management
Opportunities for Leadership
Focus on Individual Needs
Decentralized Structure
Autonomy
Fewer layers of management
Opportunities for Leadership
Focus on Individual Needs
The Best of Both Worlds...The Best of Both Worlds...
Resources of a Big Organization
Ability to impact quality of healthcare around the world
Continuous training and development
Outstanding benefits
Resources of a Big Organization
Ability to impact quality of healthcare around the world
Continuous training and development
Outstanding benefits
BIG COMPANY IMPACTBIG COMPANY IMPACT
Work EnvironmentWork Environment
Worldwide opportunityWorldwide opportunity
NON-TRADITIONAL CAREER PATHS
NON-TRADITIONAL CAREER PATHS
traditional career pathstraditional
career paths
CAREEER ADVANCEMEN
T
CAREEER ADVANCEMEN
T
Pharmaceutical Representatives
• Sales calls can take place in the doctor’s office, hospital or clinic. Make multiple sales calls per day.
• Sell the doctor on “scripting” their product versus the competition.
• Often use clinical data and promotional items to differentiate products.
• Responsible for product samples.
Medical Device Representatives
• Sell in the Operating Room/ Cath Lab.
• Demo products during surgical cases via discussion and verbal commands.
• Focus on converting an entire hospital.
• Could make multiple or one sales call per day.
• Dependent on surgery schedule.
To find out more about J&J
• Contact us on our Website
• www.jnj.com/careers
• You can apply on line for sales opportunities in your home area.
Johnson & Johnson
Johnson & Johnson
